Account Development Representative -ExplORer at GHX

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The GHX Account Development Representative (ADR) is responsible for selling complex supply chain software solutions into the healthcare community. The ADR determines the overall account planning and management of their customer base within a specified region to achieve a growth billings quota. Successful candidates will have a basic understanding of the healthcare industry and the business challenges that customers in the healthcare community face. They will be able to identify and articulate the pain points of the customer and successfully demonstrate how GHX solutions will provide value to their organizations. Successful candidates will also be able to effectively and professionally navigate organizational dynamics and be able to influence prospective decision makers.ExplORer Surgical is an interactive surgical playbook that promotes optimal teamwork in the operating room. Best practices are built into a surgeon-customized workflow for each case where, combined with checklists and interactive multimedia, all team members can improve their performance before and during the procedure.Core Values:
  • Build respectful working relationships with team members and customers.
  • Foster direct, open, and clear communication.
  • Ask for help.
  • Always be customer and patient oriented.
  • Get shit done. Work with a sense of urgency. #hustle
  • Take ownership.
  • Continually ideate and innovate.
Key ResponsibilitiesBusiness Development:
  • Prospect:
    • Refining Ideal Client Profile: demographics, psychographics & trigger events
    • Identifying & pursuing top Target List that will enable you to achieve expectations and help the directors of sales achieve quota.
    • Refining Buyer Persona(s) within Ideal Client Profile
    • Identifying & pursuing Key Stakeholders Target List that will enable you to achieve quota.
  • Connect
    • Cold Outreach: Phone, Email, LinkedIn
    • Attending targeted networking events
  • Discovery
    • Conduct discovery calls with new prospects that Identify their pain points, if there is a budget for a solution, is there a key person leading the effort to find a digital solution.
    • Sell throughout the entire process to their pain points, reinforce why they are talking to us and how our solution(s) solve their problems.
  • Qualify
    • Conduct qualification / discovery calls with prospects
    • Identifying current state, desired future state, pains & desired gains of prospects
    • Sell throughout the entire process to their pain points, reinforce why they are talking to us and how our solution(s) solve their problems.
  • Demonstration:
    • Lead effective demonstration of product offering to key stakeholders
    • Sell throughout the entire process to their pain points, reinforce why they are talking to us and how our solution(s) solve their problems.
  • Communication with the following teams:
    • Clinical Operations
      • Content Build
    • Technology
      • Features
    • Detailed Documentation of all Sales Activities in CRM
    • Leading / Participating in Various Meetings
      • Weekly: Sales Meetings (Performance Goals & CRM)
      • Weekly: Sales & Operations (Sales Pipeline)
      • Monthly: Operations, Sales & Technology
      • Monthly: Cross-Functional
      • Quarterly: All-Organization
    • Comprehensive management of pipeline.
      • Written pipeline plan submitted to VP of Sales every Monday Morning.
      • After 6 attempted outreaches for opportunities in the pipeline move them to pass pipeline.
      • Pre emails to discovery meetings that describe the details of the next meeting and what will be achieved.
      • Post emails to every meeting describing the next steps and scheduling an appointment if it was achieved in the call.
      • Detailed Management of opportunities moved to the pass pipeline, i.e. 30 and/or 90 pass pipeline.
Key Competencies
  • Sales Skills: Builds a good case, taking customer needs into account. Closes compellingly. Enjoys selling, negotiating, and changing others' point of view. Stays calm under pressure.
  • Collaboration & Teamwork: Building deep & trusted relationship with peers and leveraging ExplORer Surgical's collective expertise and experiences to drive business outcomes.
  • Organization: Is disciplined and methodical. Detail-oriented. Is organized and orderly. Checks thoroughly to avoid mistakes. Tracks opportunities and contacts. Task-oriented. Follows up. Focuses on key priorities.
  • Analytical Skills: Exhibits a probing mind and achieves penetrating insights. Able to structure and process qualitative or quantitative data and draw insightful conclusions from it.
  • Listening: Practices attentive and active listening. Asking thoughtful questions to get a good understanding. Probing questions. Clarifying questions. Confirmation questions.
  • Persistence: Demonstrates tenacity and willingness to go the distance to get something done and leans on team to help move the sales process forward. Always building momentum.
  • Ability to Develop People: Coaches people in their current roles to improve performance, and prepare them for future roles.
  • Creativity: Demonstrates the ability to think outside the box, come up with new idea
Required Education, Certifications, and Experience
  • Education: Undergraduate Degree
    • Prefered: Business, Marketing, Communications, Scientific
  • Industry Experience: 1-3+ years of sales experience preferred:
    • operating room (or interventional suites) engaging with surgeons and surgical staff
    • Healthcare SaaS
    • Working in an early stage environment (i.e. Revenue under $1M)
  • Travel:
    • Based in Chicago
    • Willingness to travel nationwide to hospital / medical device client sites
    • Represent the organization at industry conference (4-8 per year), sometimes on relatively short notice.
  • Technical:
    • CRM: Copper
  • Additional
    • Clearance in Hospitals (including background check, etc.)
Preferred Qualifications
  • Previous Medical Surgery sales experience.
  • Experience with and CRM applications.
Key Differentiators
  • Ability to articulate and sell a complete solution vs. specific product features and functions.
Job Mission:
  • The Mission of our Sales Associate is to set qualified appointments (3/ week).
Estimated Salary range for this position: $52,500 - $72,450 plus commission The base salary range represents the anticipated low and high end of the GHX's salary range for this position. Actual salaries will vary and will be based on various factors, such as candidate's qualifications, skills, competencies, and proficiency for the role. The base salary is one component of GHX's total compensation package for employees. Other rewards and benefits include: health, vision, and dental insurance, accident and life insurance, 401k matching, paid-time off, and education reimbursement, to name a few. To view more details of our benefits, visit us here: GHX: It's the way you do business in healthcareGlobal Healthcare Exchange (GHX) enables better patient care and billions in savings for the healthcare community by maximizing automation, efficiency and accuracy of business processes.GHX is a healthcare business and data automation company, empowering healthcare organizations to enable better patient care and maximize industry savings using our world class cloud-based supply chain technology exchange platform, solutions, analytics and services. We bring together healthcare providers and manufacturers and distributors in North America and Europe - who rely on smart, secure healthcare-focused technology and comprehensive data to automate their business processes and make more informed decisions.It is our passion and vision for a more operationally efficient healthcare supply chain, helping organizations reduce - not shift - the cost of doing business, paving the way to delivering patient care more effectively. Together we take more than a billion dollars out of the cost of delivering healthcare every year. GHX is privately owned, operates in the United States, Canada and Europe, and employs more than 800 people worldwide. Our corporate headquarters is in Louisville, Colorado, just outside of Denver, with additional offices in Europe, Chicago, Illinois, and Omaha, Nebraska.DisclaimerGlobal Healthcare Exchange, LLC and its North American subsidiaries (collectively, "GHX") provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, national origin, sex, sexual orientation, gender identity, religion, age, genetic information, disability, veteran status or any other status protected by applicable law. All qualified applicants will receive consideration for employment without regard to any status protected by applicable law. This EEO policy applies to all terms, conditions, and privileges of employment, including hiring, training and development, promotion, transfer, compensation, benefits, educational assistance, termination, layoffs, social and recreational programs, and retirement. GHX believes that employees should be provided with a working environment which enables each employee to be productive and to work to the best of his or her ability. We do not condone or tolerate an atmosphere of intimidation or harassment based on race, color, national origin, sex, sexual orientation, gender identity, religion, age, genetic information, disability, veteran status or any other status protected by applicable law. GHX expects and requires the cooperation of all employees in maintaining a discrimination and harassment-free atmosphere. Improper interference with the ability of GHX's employees to perform their expected job duties is absolutely not tolerated. #LI-Remote #LI-MK
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Candidate Location Eligibility:
Chicago, IL
Colorado, CO

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An Insider's view of GHX

How do you collaborate with other teams in the company?

What works for me is bringing organic chai in from time to time for what's now known as "Tea Thursdays." I start brewing Masala chai early in the morning and prepare mugs, almond milk, and sweetener. Collaboration is my cup of tea!


Technical Process Analyst II

How does the company support your career growth?

At GHX, your career is what you make it. My team frequently conducts skip-level meetings where we have open dialogue around career aspirations, projects we want to execute on, and any roadblocks we’re hitting. I’ve always felt empowered to grow here at GHX.


Manager, Financial Planning & Analysis

What are GHX Perks + Benefits

Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Unconscious bias training
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Onsite Gym
Retirement & Stock Options Benefits
401(K) Matching
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Company Outings
Game Room
Some Meals Provided
Happy Hours
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Lunch and learns
Promote from within
Continuing Education stipend
Time allotted for learning
Online course subscriptions available

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